SarasotaAdvisor

I had an in depth conversation with a Linkedin connection this week about on the subject of developing professional relationships.  We each shared our ideas and learned some things.  It made me think more about the subject and to writing this post about 10 Tips for Developing Professional Relationships.

One article I recently read likened our professional network to a funnel with a very wide opening at the top which gradually narrows down to a small outlet at the bottom.  As we meet people at networking events, on Linkedin, Facebook, Twitter, what have you, they enter the top of the funnel.  Some spill over and are lost, some begin the journey down the funnel toward the narrow outlet.

Over the course of weeks and months we continue to interact with those in our network (our funnel). We see them from time to time.  We call them.  We connect by email.  We engage them on Linkedin, Facebook, or Twitter. Over time some of those connections weaken. Some are lost.  But some grow stronger. They get to know us, like us, and trust us. These become the few who make it out the narrow end of the funnel.

These are the connections who become part of our closest trusted network.  These are our friends and advocates, as we are theirs.

How do we move people from the top of the funnel to the bottom?  How to we turn connections into advocates?

1. Develop a process for staying in touch with people.  You may not do this with everyone, but for those whom you desire to become your advocates, have a process.  I use SalesForce to set up a reminder to stay in touch at regular intervals, like every 60, 90, or 120 days.  The frequency depends on the connection and what I’m trying to accomplish.

When you give them a call make the call about them, not you.  Ask about what’s going on in their life or business. Make a note that will give you something to reference in your next follow up call. Show genuine interest in them!  You can’t fake this.  Don’t even try!!

2. Ask permission to add your connections to your email newsletter if you have one.  If you don’t have one, consider creating an email strategy to stay in touch.  This is a good way to help create top-of-mind awareness with your network.  However, don’t think just adding someone to your email list is enough. It’s easy for people to ignore your email or hit the delete key.  Also, be sure the content is something of real value.

3. Initially move the conversation and the relationship along by taking an interest in the other person. For example, with new Linkedin connections review their profile to see if you have anything in common.  Maybe you grew up in the same area, or went to the same school, or know someone else where they work, or have some other common interest.  Mention this in conversation with them and ask them questions to move the conversation along.  When you have a conversation with them, be sure they do most of the talking.  People love to talk about themselves.  Believe me if you let them talk 90% of the time they will walk away thinking very highly of you.  But remember, keep it real.

4. Ask how you might be of help. How can you help them personally or professionally? If they are in business and seeking new clients ask them who is an ideal client for what they have to offer.  Ask them to explain the best way for you to introduce prospective clients to them. Ask them about any challenges they are facing in life or business and how you might be of help.  One of the biggest rules in developing a relationship is to be a GIVER, not a taker.

5. Recognize your connections accomplishments and celebrate their achievements.  If you see their picture or name in the newspaper, clip the article and drop it in the mail with a congratulatory note.  Consider creating a Google Alert which will notify you whenever their name appears on the web.  This is a great way to keep up with peoples achievements. Follow up with a congratulatory email or note.

6. Meet over coffee or lunch for a social conversation. Explain to your connection that you would really like to learn about them and what they do.  Suggest a social conversation over coffee or lunch.  If they are a bit leery, assure them of your desire to get to know them as a person, not to try to sell them something.  People are cautious about such invitations because they may have had a bad experience in the past. Again, when you meet, be genuinely interested in them, let them talk, ask questions, have fun, and find commonalities and interests.  This is exactly how people become friends.

7. Seek them out at other networking events, clubs, or organizations where you both attend. Be sure to say hello and have a brief conversation.  Don’t take up all their time. Do offer to introduce them to others they may not know. Spending time together at these events and working on projects together is a great way to develop the relationship. The more time you spend together, the deeper and stronger the relationship will be.

8. Become a cheerleader and advocate for your trusted connection.  Having followed this process you will discover that this person is someone for whom you desire to be a cheerleader and advocate or not. If not, it’s not likely that you want them as a client or advocate for yourself.  But, if you find that over time you like them and trust them you will probably want them as a client or want them to become an advocate for you. Whatever it is you want to receive, give that away first!

9. Finally, ask for their business and/or advocacy. You may find times when you can ask for their business earlier in the process.  If it works out that way, fine.  But for many people they will need time to get to know you, like you, and trust you.  Until they do, it’s useless to ask for their business.  Not everyone is qualified or suited to become a client. Not everyone has a need for what you offer. As a Financial Advisor I find this to be true quite often. Here’s what I say, “You may never become a client, but if I am helpful to you, hopefully you will someday come across someone that you can refer to me and they will become a client.”

10. Reward your advocates. When you have developed a strong professional relationship and your connection has become an advocate and seeks to introduce you to others, be sure to reward their efforts. Say thank you.  Send a personal handwritten note.  Take them to lunch.  Let them know that you appreciate their support and advocacy. A little appreciation goes a long way.

Follow these 10 tips and you will enjoy developing mutually fulfilling professional relationships. I invite you to join my network of friends and professionals.  I wish you the best in all that you do.

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